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GSA Schedules - Top To Bottom - 12/08/2022

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GSA Schedules - Top To Bottom - 12/08/2022

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Jennifer Schaus & Associates complimentary webinar on GSA Schedules.
1 - Use data to decide if this the GSA Schedule is right for you;
2 - GSA Schedule requirements & proposal preparation;
3 - Market your GSA Schedule;
4 - GSA Schedule compliance and reporting.
More info: hello@JenniferSchaus.com

Jennifer Schaus & Associates complimentary webinar on GSA Schedules.
1 - Use data to decide if this the GSA Schedule is right for you;
2 - GSA Schedule requirements & proposal preparation;
3 - Market your GSA Schedule;
4 - GSA Schedule compliance and reporting.
More info: hello@JenniferSchaus.com

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GSA Schedules - Top To Bottom - 12/08/2022

  1. 1. GSA Schedules - Top To Bottom December 8, 2022 TOPICS: * Using Data To Determine If You Need A GSA Schedule; * GSA Schedule Requirements & Proposal Preparation * Marketing Your GSA Schedule * GSA Schedule Compliance & Reporting Archisha Mehan GovSpend Jennifer Schaus Jschaus & Assoc. Jim Bender ZK Development Karen Long Streamline Contracts
  2. 2. AGENDA: Archisha Mehan GovSpend Jennifer Schaus Jschaus & Assoc. SESSION 1 – 12:05pm - 12:45pm Using Data To Determine If You Need This Contract Vehicle SESSION 2 – 12:45pm - 1:25pm Requirements And Proposal Preparation SESSION 3 – 1:25pm - 2:05pm GSA Schedule Marketing Best Practices SESSION 4 – 2:05pm - 2:45pm GSA Schedule Compliance & Reporting Jim Bender ZK Development Karen Long Streamline Contracts
  3. 3. About Us:  Washington DC based  Professional services for established businesses (GSA Sched)  570+ Complimentary govt contracting webinars on YouTube https://www.youtube.com/channel/UCYvCaZcAvSYYEAZCqj2CQ9g  GSA Schedule Webinars https://www.jenniferschaus.com/gsa-schedules  GSA Agency Profile, FAR Supplement, Org Chart, Subcontracting Opps, etc. https://www.jenniferschaus.com/general-services-administration
  4. 4. GSA Schedules – Top To Bottom – DEC 2022 12/12 Federal Contractors Holiday Soiree https://holiday1212.eventbrite.com
  5. 5. GSA Schedules – Top To Bottom 1 - Using Data To Determine If You Need This Contract Vehicle 2 - Requirements & Proposal Preparation Best Practices 3 - GSA Schedule Marketing Best Practices 4 - GSA Schedule Compliance & Reporting
  6. 6. SESSION 1 Archisha Mehan GovSpend amehan@govspend.com Using Data To Determine If You Need This Contract Vehicle
  7. 7. GSA Schedules – Top To Bottom – DEC 2022 Importance of Data  Confident decision making – guides strategy/commit to a vision as it is based on data  Proactive – business opportunities  Transparency and objectivity  In federal contracting, the spend data helps understand how the agency buys what you sell, what is expiring and is there an opportunity for you?
  8. 8. GSA Schedules – Top To Bottom – DEC 2022  Data provides us the answers to create our strategy  Use the data to understand if you need a GSA Schedule, however, keep in mind that the Schedule is a vehicle and is not a guarantee Which agency is buying How are they buying • Schedule/GWAC/BPA • SB/OTSB • Set Aside/Sole Source • Goals? Possible Opportunities • expiring contracts • new requirements • innovative solutions
  9. 9. GSA Schedules – Top To Bottom – DEC 2022 An Overview of the Awards  Understand how the awards are made  Keep in mind that FY 20 = pandemic, however increasing trend  Results will vary when you do a focused search FY 23 FY 22 FY 21 FY 20 Total Contract s Obligated $24,727,699,040 $629,645,731,370 $647,181,016,282 $686,102,328,600 % of contracts awarded on schedules 10.56% 9.31% 9.47% 5.31% Awards on GSA/MAS Schedules $2,610,820,819 $58,609,372,860 $61,271,272,524 $36,408,992,697 GSA/MAS contracts awarded as SB $1,252,035,613 $27,163,742,613 $27,856,688,672 $16,026,664,360 SB contracts as a % 47.96% 46.35% 45.46% 44.02%
  10. 10. GSA Schedules – Top To Bottom – DEC 2022 Top 10 Schedules  Multiple Schedules consolidated into one MAS Schedule to make it easier, so reporting is a little different  Note: OASIS, Alliant, 8A Stars, VETS are GWAC’s under GSA Government Wide Acquisition Contracts Schedule FY 2023 FY 2022 FY 2021 Total Total Total MAS $886,112,650 $17,605,342,637 $18,126,538,375 70 $408,248,996 $7,813,296,563 $9,459,897,190 OASIS $102,689,786 $6,254,681,198 $5,744,876,492 00CORP $202,014,458 $5,418,000,515 $5,692,639,179 CORP $135,412,374 $4,401,264,949 $4,711,098,454 OASIS SB $73,368,051 $4,384,847,955 $4,078,470,862 ALLIAN $80,915,630 $2,083,560,280 $2,635,313,094 8ASTARS2 $8,319,139 $854,781,318 $1,391,146,468 EIS $85,217,705 $849,558,494 $588,979,564 874 $22,375,877 $800,857,773 $1,021,803,307
  11. 11. GSA Schedules – Top To Bottom – DEC 2022 Deep Dive into the MAS Schedule
  12. 12. GSA Schedules – Top To Bottom – DEC 2022 Deep Dive into Schedule 70 (now SINS in MAS)  Historical data by Schedules  Can do searches by schedule type
  13. 13. GSA Schedules – Top To Bottom – DEC 2022 Deep Dive into OASIS
  14. 14. GSA Schedules – Top To Bottom – DEC 2022 Awards less than $150,000
  15. 15. GSA Schedules – Top To Bottom – DEC 2022 Case Study: Company provides “Cyber” solutions Step 1: Search Contract awards for Cyber
  16. 16. GSA Schedules – Top To Bottom – DEC 2022 Step 2: Using the same keyword, search for GSA Schedules across all agencies • What percent of total contracts are awarded on GSA Schedules? • How are the agencies using the schedules to award the contracts? • What % of contracts are awarded on a schedule in an agency? • What type of schedule? • Can I use a schedule?
  17. 17. GSA Schedules – Top To Bottom – DEC 2022 Step 3: Understand the agencies that use GSA Schedule – eg. Dept of Homeland Security  Decide to either get a schedule or look at teaming?  Understand if any set-aside is used
  18. 18. GSA Schedules – Top To Bottom – DEC 2022 Use expiring contracts to understand possible opportunities.
  19. 19. GSA Schedules – Top To Bottom – DEC 2022 Case Study Company sells “tile” – Total Awards by keyword Awards on Schedules
  20. 20. GSA Schedules – Top To Bottom – DEC 2022 Best Practices In Data Mining  Accurate, Real-time data  Searches based on what product/service/solution you provide  Use Keywords, NAICS, PSC, Categories as you create your searches  Save searches to get real-time alerts  Create opportunities
  21. 21. GSA Schedules – Top To Bottom – DEC 2022 < QUESTIONS > Please submit your QUESTIONS in the panel. They will be read in the order they are received. Thank You! hello@jenniferschaus.com
  22. 22. GSA Schedules – Top To Bottom – DEC 2022 12/12 Federal Contractors Holiday Soiree https://holiday1212.eventbrite.com
  23. 23. GSA Schedules – Top To Bottom 1 - Using Data To Determine If You Need This Contract Vehicle 2 - Requirements & Proposal Preparation Best Practices 3 - GSA Schedule Marketing Best Practices 4 - GSA Schedule Compliance & Reporting
  24. 24. SESSION 2 Jennifer Schaus J Schaus & Associates hello@JenniferSchaus.com Requirements & Proposal Preparation Best Practices
  25. 25. GSA Schedules – Top To Bottom – DEC 2022 Requirements & Proposal Preparation – Best Practices About GSA Schedules: ➢ Contract Vehicle / Marketing Tool ONLY ➢ One of MANY options for procurement – only used 10% ➢ Vendor short list ➢ 18-20K Vendors – 60% have ZERO sales via GSA ➢ Public data / info on pricing, contracts available – USE IT
  26. 26. GSA Schedules – Top To Bottom – DEC 2022 Requirements & Proposal Preparation – Best Practices
  27. 27. GSA Schedules – Top To Bottom – DEC 2022 Requirements & Proposal Preparation – Best Practices GSA Schedule – ONE of MANY Options ➢ Full & Open competition ➢ Set-Asides ➢ Simplified Acquisition ➢ Sole source ➢ OTA’s ➢ Other Department / Agency Contract Vehicles: ○ NASA SEWP; Navy Seaport-e, State Dpt Evolve; DHS Eagle, etc.
  28. 28. GSA Schedules – Top To Bottom – DEC 2022 Requirements & Proposal Preparation – Best Practices GSA Schedule – Best Practices for Pursuing: ➢ Pipeline full of opportunities specifically slated for GSA ➢ Build it and they will come is NOT a strategy ➢ Relationships within the government / able to steer prospects ➢ Homework completed on pricing! ➢ Less eyeballs – still comes down to RELATIONSHIPS!
  29. 29. GSA Schedules – Top To Bottom – DEC 2022 Requirements & Proposal Preparation – Best Practices GSA Schedule – Basic Requirements ➢ Compliance matrix ➢ SAM registration, appropriate NAICS Codes ➢ Representations & Certifications
  30. 30. GSA Schedules – Top To Bottom – DEC 2022 Requirements & Proposal Preparation – Best Practices GSA Schedule – Administrative Section ➢ Last 2 years Financials ➢ Declarations / SAM information ➢ Readiness Assessment / Pathway To Success ➢ Authorized Negotiator Form
  31. 31. GSA Schedules – Top To Bottom – DEC 2022 Requirements & Proposal Preparation – Best Practices GSA Schedule – Technical Section ➢ Corporate Narrative ➢ Quality Control ➢ SIN Project Experience ➢ 5 References / 3 CPARS ➢ 3 Questionnaires
  32. 32. GSA Schedules – Top To Bottom – DEC 2022 Requirements & Proposal Preparation – Best Practices GSA Schedule – Pricing Section ⮚ Labor Category / Products ⮚ Invoice Justification ⮚ Price Proposal Template ⮚ Price List (internal & GSA facing) ⮚ HR Policy (OT & Comp) ⮚ TAA (Products)
  33. 33. GSA Schedules – Top To Bottom – DEC 2022 Requirements & Proposal Preparation – Best Practices GSA Schedule – Submit via E-Offer ➢ Review for quality / content ➢ Log onto GSA E-Offer ➢ Screenshots can be helpful ➢ Record # and e-receipt ➢ Welcome Letter within 1-2 Weeks
  34. 34. GSA Schedules – Top To Bottom – DEC 2022 Requirements & Proposal Preparation – Best Practices GSA Schedule – Reminder ➢ This is NOT for everyone ➢ Meet the pre-award requirements ➢ Meet the post-award requirements ➢ Just because you meet the requirements does not mean this is a good idea!!!
  35. 35. GSA Schedules – Top To Bottom – DEC 2022 Requirements & Proposal Preparation – Best Practices GSA Schedule – Self Check – Know the Market ➢ Revenue for your SIN via the GSA Sched last 4 FY’s (How big is the market for your services/product within GSA?) ➢ Top companies w/in the SIN & how much work they have won $ ➢ Top companies w/in the SIN & what agencies they are working ➢ Price comparison for your labor vs GSA averages
  36. 36. GSA Schedules – Top To Bottom – DEC 2022 Requirements & Proposal Preparation – Best Practices GSA Schedule – Self Check – Know the Market ➢ Understand the repercussions of pricing post award (not to exceed / price ceiling) ➢ GSA Schedule prices typically discounted within the Schedule ➢ GSA Schedule can be a liability ➢ Make your business decisions based on FACTS / DATA (Plenty of data available!!)
  37. 37. GSA Schedules – Top To Bottom – DEC 2022 Requirements & Proposal Preparation – Best Practices GSA Schedule – Self Check – Know the Market Have a FACTUAL (data driven) reason for getting on the GSA Schedule (or any contract vehicle!!)
  38. 38. GSA Schedules – Top To Bottom – DEC 2022 Requirements & Proposal Preparation – Best Practices GSA Schedule – Online Resources ➢ Price Comparison For Products: gsaAdvantage.com  Price Comparison For Services: buy.gsa.gov/pricing  Competitor / Partners: elibary.gsa.gov
  39. 39. GSA Schedules – Top To Bottom – DEC 2022 SOURCE: buy.gsa.gov/pricing
  40. 40. GSA Schedules – Top To Bottom – DEC 2022 SOURCE: gsaAdvantage.gov
  41. 41. GSA Schedules – Top To Bottom – DEC 2022 SOURCE: elibrary.gsa.gov
  42. 42. GSA Schedules – Top To Bottom – DEC 2022 Requirements & Proposal Preparation – Best Practices GSA Schedule – Online Resources Over 40+ Complimentary GSA Webinars https://www.jenniferschaus.com/gsa-schedules
  43. 43. GSA Schedules – Top To Bottom – DEC 2022 Requirements & Proposal Preparation – Best Practices GSA Schedule – Online Resources GSA - Contract Research Tools https://vsc.gsa.gov/vsc/app-content-viewer/section/70 GSA Agency Profile: (Contracting, Subcontracting, POC’s, etc) https://www.jenniferschaus.com/general-services-administration
  44. 44. GSA Schedules – Top To Bottom – DEC 2022 < QUESTIONS > Please submit your QUESTIONS in the panel. They will be read in the order they are received. Thank You! hello@jenniferschaus.com
  45. 45. GSA Schedules – Top To Bottom – DEC 2022 12/12 Federal Contractors Holiday Soiree https://holiday1212.eventbrite.com
  46. 46. GSA Schedules – Top To Bottom 1 - Using Data To Determine If You Need This Contract Vehicle 2 - Requirements & Proposal Preparation Best Practices 3 - GSA Schedule Marketing Best Practices 4 - GSA Schedule Compliance & Reporting
  47. 47. SESSION 3 Jim Bender ZK Development jim@zk-development.com GSA Schedule Marketing Best Practices
  48. 48. GSA Schedules – Top To Bottom – DEC 2022 Start with Strategy
  49. 49. GSA Schedules – Top To Bottom – DEC 2022 What Is NOT A Strategy  Wait for an RFP in your NAICS code on SAM.gov  Responding to RFPs when the buyer has never heard of you  Bulk emails to CO/KO’s  Selling your set-aside
  50. 50. GSA Schedules – Top To Bottom – DEC 2022 Start With Strategy: What agencies (not Departments) will you target? Past performance in agency or something that sounds like it People You Know  What friends can you help/help you?  What vehicles do you have direct access to?  What vehicles can you access through partners?  What set-asides do you have and what can you get?
  51. 51. GSA Schedules – Top To Bottom – DEC 2022 GSA Teaming Partners  What have you got for them?  What have they got for me? Is Booz Allen or Northrup Grumman or SAIC your best target?
  52. 52. GSA Schedules – Top To Bottom – DEC 2022 Answers To What Have You Got (both ways)  Vehicles  Agency Past Performance  Expertise (specific and actionable)  Client intimacy  Capacity  Facility clearance, certifications  Set-asides (last)
  53. 53. GSA Schedules – Top To Bottom – DEC 2022 Where Do You Find People  LinkedIn is your Best Friend  Agency Org Charts  Company Website>>About  Industry Day Participant Lists  Small biz: SAM.gov contacts  Large biz: Supplier diversity, small business office (fill out the form!)  OSDBU/OSBP Matchmaking
  54. 54. GSA Schedules – Top To Bottom – DEC 2022 How To Approach GSA Teaming Partners  Find the right person to approach (GSA Price List POC)  Business development, capture, growth in title  Who makes the introduction?  Peer-to-peer is best  Tell them what you can give and what you want  Be specific. Agency, vehicle, opportunity  Best use of bulk email
  55. 55. GSA Schedules – Top To Bottom – DEC 2022 I am with the ABC Learning Center (www.ABCllc.com ) which is an 8a certified and SDVOSB firm that specializes in training & developing Project Management Professionals (PMP) ® and providing project management services • We have a complete training catalog that includes The Leadership Challenge, Lean Six Sigma, as well as business skills like accounting and acquisition. • We have strong past performance in the DoD including international training. • With most training centers when the training stops the relationship stops. We have the mentor for life program until they pass PMP or implement a successful professional project. Would you be open to a 20-minute meeting to discuss areas of possible collaboration including [insert specific opportunity]?
  56. 56. GSA Schedules – Top To Bottom – DEC 2022 Federal Agency Staff – GSA Small Business Specialist  Contracting Staff  Program Staff  Small Business Advocates Contact the right person for the information/action you need GSA POC’s: https://www.gsa.gov/contactgroup/small-business-support
  57. 57. GSA Schedules – Top To Bottom – DEC 2022 Networking Methods Industry Days Trade Publications/ Professional organizations NDIA - National Defense Industrial Association SECAF – Small Emerging Contractors Advisory Forum NCMA – National Contract Management Association PSC - Professional Services Council APMP – Association of Proposal Management Professionals Federal News Network Defense Industry
  58. 58. GSA Schedules – Top To Bottom – DEC 2022 What Do You Talk About? 7 Quality Questions For Sales Calls https://www.zk-development.com/blog/2022/11/11/7-quality- questions-for-sales-calls  Put the Spotlight on Them  Ask Open Ended Questions  Listen. React. Listen.  Don’t Sell
  59. 59. GSA Schedules – Top To Bottom – DEC 2022 Research USASpending.gov, FPDS.gov, GovSpend, GovWin, GovTribe, etc.  Who buys what you sell (NAICS, PSC, keywords)?  Under what vehicles?  Under what set-asides?  From whom? (teaming partners, competitors)  What contracts are expiring? Is the incumbent sized out?
  60. 60. GSA Schedules – Top To Bottom – DEC 2022 GSA Data to Decisions GSA Schedule sales by SIN, Vendor, FY https://d2d.gsa.gov/report/fas-schedule-sales-query-plus-ssq
  61. 61. GSA Schedules – Top To Bottom – DEC 2022 GSA Data to Decisions GSA Schedule sales by SIN, Vendor, FY https://d2d.gsa.gov/report/fas-schedule-sales-query-plus-ssq
  62. 62. GSA Schedules – Top To Bottom – DEC 2022 Homework  Use these methods to develop a call list  Set aside time in your week to make calls  Go to 2-4 events a month  Get through the NO’s to get to the YES
  63. 63. GSA Schedules – Top To Bottom – DEC 2022 < QUESTIONS > Please submit your QUESTIONS in the panel. They will be read in the order they are received. Thank You! hello@jenniferschaus.com
  64. 64. GSA Schedules – Top To Bottom – DEC 2022 12/12 Federal Contractors Holiday Soiree https://holiday1212.eventbrite.com
  65. 65. GSA Schedules – Top To Bottom 1 - Using Data To Determine If You Need This Contract Vehicle 2 - Requirements & Proposal Preparation Best Practices 3 - GSA Schedule Marketing Best Practices 4 - GSA Schedule Compliance & Reporting
  66. 66. SESSION 4 Karen Long Streamline Government Contracts klong@streamlinegovcon.com GSA Schedule Compliance & Reporting
  67. 67. GSA Schedules – Top To Bottom – DEC 2022 GSA Schedule Compliance Check List 1) COMMERCIAL (MFC) PRICING 2) PRICE REDUCTION CLAUSE (PRC) 3) INDUSTRIAL FUNDING FEE (IFF) 4) SERVICE CONTRACT LABOR STANDARDS (SCL) 5) CONTRACTOR ASSESSMENT VISIT (CAV)
  68. 68. GSA Schedules – Top To Bottom – DEC 2022 1) COMMERCIAL (MFC) PRICING  Prior to award, Most Favored Customer (MFC) pricing is established and becomes the basis for all discount relationships  MFC can be a named commercial business or the federal government as a whole  Common Problem: GSA contracts are not setup consistently, making it impossible to rely on system produced data  If multiple customers are identified as MFC’s under different LCATs it is imperative that a system exists to track correctly  Common Problem: Employees unaware of the price ceiling and accept orders in excess of the approved ceiling price
  69. 69. GSA Schedules – Top To Bottom – DEC 2022 2) PRICE REDUCTION CLAUSE  A price reduction may be triggered if the commercial price list is revised to reduce prices or if more favorable discounts or terms and conditions are given to another customer  GSA must be notified within 15 days after the effective date of the reduction  Training and strong internal controls on pricing requirements is essential to ensure compliance
  70. 70. GSA Schedules – Top To Bottom – DEC 2022 3) INDUSTRIAL FUNDING FEE  IFF (0.75%) is due to GSA no later than 30 days after the end of each business quarter  IFF is due on all schedule items; not required on open market items  GSA has financial incentive to audit contractor’s compliance with IFF reporting  Common Problem: not classifying GSA contracts or sales in system correctly and missing items from reporting calculations  Common Problem: calculating IFF on Contractor Teaming Arrangements, Blanket Purchase Agreements, and leasing payments
  71. 71. GSA Schedules – Top To Bottom – DEC 2022 4) SERVICE CONTRACT LABOR STANDARDS  SCLS (formerly SCA) is applicable on GSA contracts  Compliance can be challenging when wage determinations (WD) are incorporated based on locality regardless of pricing on schedule  Schedule holders have to submit requests for equitable adjustments to update TO’s with new WD rate  Executive Orders on minimum wage rules can further complicate compliance with schedule rates and SCLS rates
  72. 72. GSA Schedules – Top To Bottom – DEC 2022 5) CONTRACTOR ASSESSMENT VISIT (CAV)  CAV’s conducted 2x per 5 year contract term  Types Of Items Examined: compliance with MFC discount pricing, personnel meeting LCAT requirements in years of experience and education, quarterly IFF values calculated correctly, minimum contract sales  Lack of preparation is a major compliance issue  An inconsistent contracts system will result in an extensive amount of review/manual effort to prepare for a CAV
  73. 73. GSA Schedules – Top To Bottom – DEC 2022 < QUESTIONS > Please submit your QUESTIONS in the panel. They will be read in the order they are received. Thank You! hello@jenniferschaus.com
  74. 74. GSA Schedules – Top To Bottom – DEC 2022 12/12 Federal Contractors Holiday Soiree https://holiday1212.eventbrite.com
  75. 75. Thank You For Attending! “GSA Schedules - Top To Bottom” December 8, 2022 hello@JenniferSchaus.com Archisha Mehan GovSpend Jennifer Schaus JSchaus & Assoc. Jim Bender ZK Development Karen Long Streamline Contracts
  76. 76. Contact Us: Archisha Mehan GovSpend – amehan@govspend.com - 240-476-4850 Jennifer Schaus Jschaus & Assoc. – hello@jenniferschaus.com – 202-365-0598 Jim Bender ZK Development - jim@zk-development.com - 571-235-0613 Karen Long Streamline Contracts - klong@streamlinegovcon.com - 240-644-5314

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